Director, Golf Events

This is a fully remote position, open to applicants in California.

📋 Description

• Lead the partnership sales, account management, and corporate partnership strategy for the Sony Championship.

• Drive new business development initiatives and optimize partner revenue.

• Cultivate strong relationships with local stakeholders, government officials, Hawaii’s business community, national brands, and strategic partners.

• Create and implement the annual sponsorship sales strategy for the tournament.

• Identify, nurture, and secure new corporate partnerships in local, regional, and national markets.

• Build and manage a sales pipeline through effective prospecting and relationship management.

• Develop tailored partnership proposals and negotiate sponsorship agreements.

• Oversee contract execution and strive to meet or exceed annual partnership revenue goals.

• Manage relationships, contractual rights, benefits, activation plans, renewals, and opportunities for corporate partners.

• Establish sponsorship inventory, pricing strategies, and sales priorities in coordination with tournament, IMG Events, and sales operations leadership.

• Assess commercial assets and revenue opportunities in hospitality, branding, digital media, fan engagement, and community programs.

• Create sponsorship valuation models and provide pricing recommendations.

• Collaborate with Operations, Hospitality, Marketing, Ticketing, and Communications teams to deliver partnership benefits effectively.

• Support sponsor activation logistics during tournament week and enhance marketing initiatives to boost sponsor visibility.

• Represent the tournament at industry, networking, and community events.

• Work alongside IMG’s golf partnerships team to manage national relationships and cross-selling opportunities.

• Maintain accurate sales pipeline reporting, revenue forecasts, sponsorship inventory, fulfillment records, budgets, expenses, CRM, and sales documentation.

• Achieve sponsorship revenue goals, attract new sponsors, ensure sponsor retention, and explore alternative revenue streams across the portfolio.

⛳️ Requirements

• Proven success in securing high-value sponsorship deals and generating commercial revenue.

• At least 10 years of experience in sales, events, or sponsorship roles.

• Understanding of brands and their approach to purchasing sponsorships.

• Familiarity with the complete sales process.

• Capability to identify opportunities, facilitate sales, and ensure effective execution.

• Current relationships with brands and awareness of market trends.

• Experience in face-to-face meetings, creating presentations, and writing proposals.

• Knowledge of the lifestyle, sports, arts, and entertainment brand landscape.

• Experience in managing a small team is preferred.

• Strong leadership skills, both commercial and interpersonal.

• Understanding of digital media commercialization.

• Experience working across multiple properties.

• Ability to network and foster relationships with both internal and external stakeholders.

• Capacity to perform well under pressure and maintain professionalism in challenging situations.

• Excellent time management and prioritization abilities.

• Proven track record of success in a sales position.

• Competence in planning and executing a yearly sales cycle for various events.

• Skill in converting leads into contracted revenue.

🏝️ Benefits

• Competitive base salary with applicable short- and long-term incentives.

• Opportunities for growth and professional development.

• Comprehensive health care coverage.

• Retirement plan options.

• Vacation and other paid time off.

• Additional benefits offerings.